Issue link: http://read.dmtmag.com/i/101441
Contents Winner 2012 Journalism Award Construction Writers Association january 2013 Vol. 79, No. 1 Editorial Team Executive Editor and Director of Programs Kim Phelan kphelan@aednet.org Features Do your salesmen know elevator-speak? Contributing Editor Joanne Costin pr@aednet.org Editor���s Note 7 There are still plenty of things you can control. Graphic Production eva Belmonte design@aednet.org eva@neggie.net On the Numbers 69 One word is legible in my crystal ball: Cash. Columnists Garry Bartecki AED Vice President of Finance Christian Klein AED Vice President of Government Affairs and Washington Counsel Eli Lustgarten ESL Consultants Putting Cooperation Back into Co-op Brand Marketing 20 Why do dealers leave so much money on the table? Let���s count the reasons. Jerry Randecker & Chris Sitter Jordan-Sitter Associates Ron Slee R.J. Slee & Associates Meetings this fall underscore industry concern about requiring certification for every capacity class. Aftermarket 73 Personnel will remain the differentiator. View from the Hill 75 A case for the permanent repeal of the estate tax Inside AED 8 Groundwork 12 Industry Beat 14 Closer Look: ���Smart Warehousing��� 66 Advertisers��� Index 79 Dealer Data 80 Advertising Sales Manager Albert J. Ramirez 800-388-0650 ext. 311 aramirez@aednet.org Taxes, Uncertainty Are Heading Higher 32 It���s All Right Now, In Fact It���s a Gas 56 CED���s annual Business Outlook Report shows dealers braced for the ���cliff��� outcome, with many expecting a flat ���13. 3_Jan_TOC_KP.indd 3 Caution is in the air. departments from the cover Vice President���Sales/ Publisher David W. Gordon 800-388-0650 ext. 334 dgordon@aednet.org 600 22nd Street, Suite 220 Oak Brook, IL 60523 630-574-0650 fax 630-574-0132 www.aednet.org Business Outlook 71 A Matter of Interpretation: Crane Industry Unites Against Potentially Hefty Testing Costs 26 Advertising Contacts Production Manager martin cabral 800-388-0650 ext. 313 mcabral@aednet.org Columns From the Chairman 5 Finance company predicts solid year for construction equipment distribution, especially for those tied to fracking. Plus: Regional Reports 42 Customer Elimination: Brilliant Strategy or a Fool���s Game? 62 Understanding the Benefits of Roth 401(k) Options 64 January 2013 | Construction Equipment Distribution | | 3 12/21/12 1:11 PM